Split-Test Your Way to Heaps of Leads

Learn how split-testing your web pages can help increase your leads substantially.

Consider the following:

  • How do you know your sharp marketing wit sweet talks users into signing up for your newsletter?
  • Should you choose baby blue or chocolate truffle as your background color to increase your form submissions?
  • Does a picture of a Lamborghini or Halle Berry better capture the attention of your audience?
  • Do any of these factors even matter?

What Don't I Know About My Markets?

Recently, the Media Department was challenged by upper management to know more about our markets. This had your humble blogger wondering, "What don't I know about my markets?" The answer was not what I had assumed.

For the last three and a half years, I've bought upwards of 30 markets, six or seven of those at a time. Everyday, I dig into the gutters of my markets, figuring out what TV station generated the most leads in Omaha last week (KXVO) or what weekday we can expect the least amount of lead flow in Toronto (Sunday) or even, what the best methods are to woo traffic managers into not preempting our spots (lots and lots of thank-you's).

It’s O-V-E-R!

The 2008 political season is now over.  Thank God!   For the last few months, television airtime was being encroached upon faster than prime real estate.  Even at 2am, school commercials were getting displaced by an onslaught of political ads.  Who even watches TV at two in the morning?  Oh, wait.  That’s right … our target audience.

Why Geo-target? You need to hit your mark.

First off, let me begin by explaining that geo-targeting, or local targeting, consists of enhancing your search engine results to only display sites in a particular state, city, area, etc. 

For example, if you’re looking for a massage therapy school in Kansas City, you might begin your search by entering the keyterm phrase, “massage therapy schools.”  However, your search engine results probably would not show results in Kansas City within the first few pages, if at all, because your search is not specific enough.  But, if you search for “massage therapy schools in kansas city,” you will find what you are looking for. 

Brand Management and Lead Quality

There was a time as Internet Marketing exploded on the scene that many schools began using as many networks and affiliates as they could find in order to try to cash in on the ever-growing population of internet savvy potential students.   Many schools are now finding that when it comes to reaching the best potential students, less is more.

I am always amazed at the many ways that various marketers find to cheat the system and continue to send in poor quality leads and get them through unnoticed.  The latest of many marketing tactics pushing these low quality leads is what I call “lead brokering”.  

Lead Brokering tends to manifest itself in two ways:

Say What?

Schools love using students and/or graduate testimonials to market their product. Why? Because, typically, spots featuring happy grads tend to pull phenomenal leads. It’s the ol’ “If-I-Can-Do-It-YOU-Can-Do-It” adage. And it works time and time again. A proven winner, if done right.
If done WRONG, however, it’s cataclysmic. Students are not actors … and many times they’ll freeze up on camera. Or stutter. Or pass out. Or worse. So you have to try and get their attention and keep it while fourteen crew members with fourteen high-beam lights hover over them.

Protecting your brand name

Many schools these days have opted to restrict the use of their brand name in Pay-Per-Click search engine marketing. While most agencies will do their best to help you protect your brand within their network, you options are becoming more limited as to how you can monitor these terms.First and foremost it is becoming increasingly difficult to enforce a term restriction if you have not gone through the process of putting a Trademark on your school’s name. And now the search engines are stepping out of the fray as well.

New service offering from PlattForm: v-Mail

I just set up my new V-mail account today and sent out my first video to my team, and let me tell you, V-mail is incredible! In short, V-mail allows you to create videos right at your office desk and send out a link to your video through your email. Since it's a link there is no attachment that may be too big to be received. Best of all I can track how many people have viewed my video so it's trackable. Another feature is that my video plays in what is called a Smart Screen. This Smart Screen is a layout, or a skin if you will, around my video that matches our web site and has links to our web site.It's so simple to use. I received a web cam and placed it on top of my computer and plugged it into my USB port. I then logged into my V-mail account through

What does your school web site say about you?

I have to admit, I am a celebrity gossip junkie. I can’t get enough of it. Anytime there is an awards show, I’m glued to my television gazing in awe at the Dior and Valentino gowns. What a celebrity wears on the red carpet says a lot about them. Are they super-trendy? Are they concerned about what other people think about their style? Are they perhaps color-blind (given their wardrobe selections)? One poor wardrobe choice could land them on the dreaded ‘Worst Dressed’ list. Fortunately for all of the celebrities out there, they have several opportunities to redeem themselves.In the world of corporate image, the web site is like the Dior gown. It overshadows any make-up, hair do, Jimmy Choo’s or Neil Lane diamonds used as accessories. But unfortunately, once a user puts you on the

Organized Chaos

I’ve visited schools from coast to coast to shoot television campaigns. From Los Angeles to Laredo. Newport News to Nashville. And it never ceases to amaze me how different every school (or school group) is. Some are straight-laced, corporate-owned entities where everything is suspiciously formulaic. Some schools will send representatives to greet us warmly at the door and then quickly disappear – leaving us to fend for ourselves. And others will hover over us 24/7 giving oft-needed suggestions. I get an immediate sense of how the shoot is going to go in the first – oh – twelve seconds. But it only takes around six seconds for me to gauge a career college’s overall atmosphere. I wonder how long it takes a potential student/incoming lead to glean the good, the bad and the

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